Overview

So you asked a closing question and your prospect said, OK . You ve arranged for the financing, or you have the down payment in you briefcase. You re on your way home to your office and you think you ve done your job.

That s wishful thinking you re job is not done. I love the expression: The laundry s not finished till it s folded and put away.

There is more work to be done, but before you continue with this, the eighth and last step in the sales process, it s time to celebrate. I m not kidding. Before you continue on and do the work of the final step in the sales process the follow-up and support it is important to take a moment and reflect on what just happened. Someone just bought something from you, they ve given you money, or promised to give you money for your products and services, and they expect to get what they just ordered.

When I ask salespeople in my seminars, what they are selling, most will respond that they are selling themselves, and that s correct. Most of the time the buyers are buying the salesperson. That doesn t mean that they re not interested in the products and services you offer, but they are relying on you to translate their needs back to your company. Earlier in this book, you learned that knowing something about your prospect is more important than knowing everything about your products and services. Now, after they ve bought from you, it s time for...